Call Me Back

1. I have been in the business long enough to know that call backs do not work. Not
because you are not interested, but because you have other things to worry about. From the
office to family, you have more important things to worry about. I am asking you to let me
do the worrying for you!
2. By delaying, you restrict our ability to do our job. Ultimately, the only true test is
results: when to buy, when to sell. I am asking you to judge me on that and that alone.
3. Please understand, the secret of our program is matching timing opportunity. If we
thought next month was the time to buy, I would not be calling you today. I would be
calling you next month. You need to understand what we are doing here. I can appreciate
now may be a bad time, but unfortunately the market is not going to wait for you. Lets be
honest, when I call you back you will ask me to call you back again, then it will be tax
time. To make exceptional returns, you must but on value and at the right timing.
4. You know what sir? Your worst nightmare is to work with a broker who brings you a
winning situation and is willing to play phone and mail tag with you. We both dont have
time for it. The reason my clients retain a broker like myself is for my exact pricing and
timing. Without these 2 tools, you are tying my hands behind my back I may as well work at
Charles Schwab. If I was coming to you with a mutual fund, which is a long term hold, I
would send you out multiple packets of information because obviously there is no big rush.
When you position yourself in a situation like this, a short term play, the most important
factor is pricing and timing.
5. You know what? A few hours either way does not make a difference to you or me, maybe,
but if I put a dollar in a jar for every time someone was going to call me back, I would
have retired 5 years ago. I dont work on callbacks specifically because I know you are a
busy executive. You and I both have a hundred other things to do. Employees to take care
of, staff meetings, etc. I am going to move on to other clients. 2 or 3 hours probably
will not make a difference except for the fact that I wont be able to get you on the phone
and you wont be able to get me on the phone. My 2 tools are my pricing and timing. You
take those away from me and you are tying my hands behind my back. The reason my clients
retain a financial consultant like myself is for my exact pricing and timing. Buy the stock
here, make your phone calls, I will confirm the order today, you still have a week to pay
for the trade. You will have a FEDEX package on your desk tomorrow, my assistant will call
you in an hour to confirm the price. Go ahead and make your phone calls, but lets get the
order in now, on my pricing and timing. Believe me, in 90- days when I call you with my
next idea, you are not going to want to make any phone calls. Own the stock now, you will
be very impressed.
Think About It
1. Well then, I assume you want to think about it in order to reduce the risk of making
the wrong decision, whether its to go ahead or not, isnt that right? Would you agree that
the length of time you think about it is not the important part? (Prospect) the reason we
called you is because you are a successful business man. If Im reading you right, your
prime concern is to be as certain as possible that you make the right decision, regardless
or whether you think about it for two weeks or two minutes. Youre concerned about doing
whats right, arent you?
2. Thats fine (prospect). Obviously you wouldnt waste your time thinking it over unless
you were very interested would you? Since you are interested, can I assume that you will
give it careful consideration? (Prospect) youre not telling me this just to get rid of
me, are you? Just to clarify my thinking, what is it that you wanted to think about, is it
the integrity of (firm)? Is it my integrity? Is it that (stock) trades well below book
value?
3. You and I both know the best time to make a decision is when the facts are fresh in

your mind. Now, I just went through a very thorough presentation that you yourself agreed
makes sense. Pick up the (shares) and allow me to showcase my talents in a way you have
never seen before.
4. I can appreciate that you want to think about this, but please remember we get paid for
our thinking. Before we ever shared this recommendation with you we did extensive due
diligence on (stock s) financial statements, balance sheets, and their management. We
know this company inside and out. Our decision to accumulate the stock at this price was
reached very carefully. WE do not buy stock haphazardly by any means. At this pricing and
timing we can achieve substantial results, and by not working on our timing it could work
against you. Now, lets pick up (shares) and investment of (price) due over the next week.
You judge me on my information and timing, you will be very impressed!
5. Wou1dnt it be nice for once in your life to get there ahead of the major institutions?
Id like you to start a relationship with (firm) and buy (shares) or (stock).
6. (Prospect), when you hear from (firm), weve already made a decision not only as to the
value of this investment but also as to the timing. These are the only two requirements
you have to satisfy to be successful whether you buy antiques, paintings, real estate or
any other investment. To be successful all you have to do is to get a good value and buy
at the right time. Certainly you understand that (stock) is a good value. In terms of
timing, if (firm) felt that we could make this investment 30 days from now, we would have
called you 30 days from now. The timing on (stock) is such that we cannot over look this
opportunity today at these levels.
7. I want you to think about it, very hard! I especially want you to think about the
results. Clearly the decision to buy (stock) is not a major decision. This company is
clearly undervalued. (Prospect) I am asking you for a business decision here. The question
is not whether or not this is a good company or whether this is the time to buy because
clearly we spend more time to get the right answers than even our institutional clients
do. The decision is to give us your trust and confidence just this one time.
8. I am certain you see that this investment, from a logical standpoint, makes sense.
However, I think emotionally you cant make a commitment now right? When do you thin most
mistakes are made? When people act logically or emotionally? Now act logically and pick up
the (shares)
9. You are a business man, I am a business man. I am sure you would find that most of your
business decisions are made when the ideas are fresh in your mind. I would rather see you
own less at the right price, then more at the wrong price!
10. That is great, but let me reiterate there is nothing you are going to find out about
this company that we have not already found out. We have spent extensive time researching
this particular stock. Like I told you before, I dont come to you with an idea every
other week, respect me for that. I only call my clients 5 or 6 times a year with an
opportunity like this. If I cannot answer any question you have about this stock, dont
buy it. I do this for a living sir. You know your business; I would never tell you how to
run your company. Believe me, this is my area of expertise. I want you to own the stock on
my pricing and timing and my research. That is why my clients retain me. The time its
going to take you to research this company only to find out what I already know, you are
going to pay higher for this stock. Own the stock here, give me the shot to show you what
I am all about, give me 60 to 90 days and believe me, you will be very impressed!
11. (Prospect) it seems as though your reaction is very common with new accounts and
referrals. I mean, lets face it, we have been following (stock) for six months and you
know of me for 60 seconds. But this is the same type of conversation we had with many of
the new accounts on an earlier recommendation this year of a company called (companies
name). We gave this recommendation to all of the new accounts and referrals here at the
firm and aside from being a good earnings story, we were hearing the company was up for
sale. In less than 2 weeks from when we started recommending (company) they were bought
out by (buying company). Our clients literally made a fortune and those who chose not to

participate missed out.

Have Other Brokers
1. I think you will agree that no one broker has a monopoly on all of the good ideas in
the market.
2. Great! I prefer to deal with qualified investors
3. You are probably judging your broker on 10-20 positions. I am asking you to judge me on
1 position. At the end of 90 days, you are either going to work with me bigger and better
in size or you are going to take my card and file it in that trash can next to your desk. I
realize that! My worst nightmare is to lose money for my clients. I am risking a long term
relationship on this one trade, but if I am half right, you are going to want to work
bigger and better in the future. I will also want referrals from you, but only after I
have earned them. Fair enough?
4. I am sure your goal is to maximize your profit potential, isnt it? (Prospect) the most
astute investors understand that diversification is the key to success. What I am
suggesting is for your own financial well being, you need another perspective and I can
provide that prospective for your.
5. I realize you have enjoyed a long term relationship with your present broker and its my
goal to establish the same kind of relationship. Put me in competition with him and down
the road based on performance, you can make the decision who you want to invest with.
I only use local brokers
1. Bottom line,
make you money.
ordered Italian
over the phone.
sending me real

I dont care if I am sending you smoke signals from Alaska as long as I

90% of business today is done over the phone or the internet. Youve
or Chinese food over the phone havent you? Then you have done business
Believe me, it wont be long before we meet face to face and you start
money, for now start small on my firms minimum.

2. (Firm) has the ability to show you certain situations that your local broker just
because of his geographical location is unable to bring to you. Lets face it, (firm) is in
the middle of the financial universe not the heart of a shopping center!
3. Have you ever flown in an airplane (prospect)? Did you know the pilot? Did you know that
there are over 50,000 moving parts in an airplane? Anything can go wrong at any given time
and your very life is dependent upon the ability of a person whom youve never spoken to.
You dont know what he did the night before, in fact, you probably didnt even know his
first name did you? All I am asking you is for one vote of confidence, give me a shot! If it
doesnt work out, I wont ask you for another trade but when I come back to you in three
months and the stock is up, I want you to tell me where our relationship goes from there
fair enough?
4. Do you think I am on Wall Street because I want to be? If it didnt matter, I would be
doing business from the beach in Tahiti. Why would I want to spend a fortune to buy an
apartment in the financial district and pay NY state and city taxes? I am here because I
have to be. Information is king and nothing happens on Wall Street without me knowing
about it! Pick up the (shares) let me introduce you to my world OK?
5. I can respect that and you might be happy with the 15% on your money your local broker
is showing you, but I have clients in your area that felt the same way. At first we started
small, now theyre some of my biggest clients. Believe me, they dont work with me because
I sound good, its because I make my clients money!
6. If I were sitting behind my desk looking at you eye to eye would the idea make more
sense to you? Look I like to do business eyeball to eyeball as well, but sometimes to work
with the best you have to go out of town. I am not asking for serious money. Dont dive

into this investment head first, just stick your big toe in the water on my firms minimum.
7. (Prospect) with all due respect, I am on Wall Street. I dont just have my fingers on
the markets pulse, I am part of it. Information passes through my office and by the time
it gets to your broker in (prospects location) it is not news, its ancient history!
8. (Prospect) at the risk of being brash, I will say something you will eventually
appreciate. I am not here to be your friend or have breakfast twice a week with you,
although I might enjoy it. I am here to make you money and show you performance- that is
the reason I must be in Manhattan and at the heartbeat of the financial universe. Let me
have that one opportunity to show you the performance that you deserve. You will not
regret it!
Not Interested
1. You are interested in a buy confirmation at (price) and sell confirmation at (higher
price) arent you? Of course you are!! See you are interested, and you didnt even know
it.
2. (Prospect) I have never in my life met anyone who wasnt interested in making serious
money. (Firm) is making more serious money for people than anyone out there. It is not
that you are not interested, something else is bothering you. I am a problem solver.
Perhaps if you tell me what your actual concern is, I could help.
3. NOT INTERESTED! What is it you are not interested in? (Stock) is a great company. All
of my clients are happy with it and are even happier when I make them money. I dont know
how your money manager is performing, but I am just looking to showcase my performance.
Pick up (shares) and I will show you how I make money OK?
Power Closes
1. Performance Close
I have opened many accounts identical to this one, on a small (shares) trade for a couple
of thousand dollars and now they are some of my biggest clients. They realized that with a
down side limited to such an insignificant amount, it was worth the shot to see if my firm
and I are as good as I said we were. And you know what? They are still my clients here
today! As far as my firm goes, we have a niche in the market that has been making a fortune
for a select group of investors for years. Let me as you a question? If we pick up a block
of (shares) and I am totally wrong, are you going to be receptive to my next idea?
Exactly! Let me ask you this. If we pick up the stock and I am totally right do you think
you are going to listen to my next recommendation? Of course you would! If I am wrong I
don't get a second chance, if I am right, I have credibility.
2. Performance Close
Let me say something with all sincerity, I do not care if you take one share or 10,000
shares. What I am looking to do here is get a base hit. Typically this is what will
happen. You will pick up a couple hundred shares of a (current price) stock and it will go
to (higher price) and you will make a nice piece of change. I will give you a $15 stock
that will go to $20, but there will come a time when we have a relationship built and you
trust me. You will take a 50K position in an area of the market I specialize in, the stock
will triple and I will make you 1/4 million dollars on one trade. Not over night but when
my performance warrants it. My firm has turned the average investor into millionaires and
the millionaires into multi-millionaires. Not on one trade, but on a series of 3-4
transactions over a l-2 year time frame. Believe me, I am not coming back to you with an
ideal recommendation or the stock of the day. We follow a business plan and the plan is to
work small in the beginning and over a series of winners, work bigger and better.
3. Money Close

(Prospect) I deal with the most sophisticated investors, presidents and CEOs from Maine to
California. Decision makers- not accountants, controllers, or VPs. This is not a very
difficult decision. We both know you can jockey around and get your hands on a couple of
thousand dollars. Lets not kid each other, I didnt just pick up the phone book and dial
your number. I know you are a man of substantial net worth or I would have been off the
phone 15 minutes ago. Groping for excuses not to do this serves absolutely no purpose!
Right now (stock) has tremendous upside potential for reasons you already know.
Opportunities like this do not come around every day. Pull the trigger on (shares) with
a(amo1mt) downside. Allow me the privilege to guide you in at exactly the right price, but
more importantly what other brokers do not do, guide you out over the short term with a
nice profit. Over the next twelve months you are going to realize this was the best call
you have ever received from a broker. You are going to thank me for giving you the little
push you needed today. Give me the shot, and you will be very impressed!
4. Reputation Close
What Id like you to understand (prospect) is that our investment banking division
literally made its reputation in the (industry) business. In fact, we represent companies
like....If you Wait until the rest of Wall Street recognizes what we are discussing here
today, all of the opportunity for dramatic capital gains will be gone. We are banking our
reputation on this company. Please remember, this is vastly undervalued situation that, as
of yet, is unrecognized. This is our opportunity to be first and I am sure that is what you
really want isnt it?
5. Fear of Loss Close
(Prospect) you are going to be concerned about the merits and timing of a stock
recommendation just one time. Thats the day you open an account with (firm) and invest
your money. But you are going to be concerned with the performance of your stock portfolio
for the rest of your life. You have already agreed that (stock) is undervalued and should
trade at a much higher price. Wouldnt you agree that (firm) deserves your trust, just this
one time, so you are able to start a relationship that will increase your net worth for a
long as you like?
6. Comparison Close
You see (prospect), investing on Wall Street is a very simple game. Please dont
misunderstand me, its not easy, but it is simple. The secret to coming up with the best
investment opportunities is to compare and contrast. For example, if the average company
in the industry is growing at 12% and out company at 25%, we are well above average arent
we? Firm) has compared (stock) to countless other companies in this industry and, as their
investment banker, we are convinced this is the #1 opportunity to make you money in this
market. Our firms reputation as experts in the business is unquestioned and second to none.
I would hope this is the type of expertise you want on your side, isnt it?
7. Timing is of the Essence Close
When (firm) makes a recommendation, weve already made a decision not only as to the value
but also to the timing. There are the only two requirements you have to satisfy to be
successful whether you invest in antiques, paintings, real estate, or stocks. To make
money, all you have to do is get a good value and invest at the right time, before it goes
up in price. That makes sense doesnt it? Weve already agreed that (stock) represents
exceptional value, havent we? In terms of timing, if (firm) determined that we should make
this investment in 2 weeks or 2 months, we would have contacted you at that point.
8. Four Question Close
There are only four questions you need to ask yourself, and you have already agreed to the
first 3. Does the idea make business sense? Is this company undervalued? Can you afford it?
The only question remaining is WHEN DO YOU WANT TO START MAKING MONEY on this investment?
Obviously, that decision is up to you, however timing is crucial since (stock) is trading

higher everyday. We both know the greatest profits are realized when you are the first to
invest, so doesnt it make sense to start booking those profits today?
9. Performance Close
I have opened up many accounts in my career identical to this one, I have many substantial
clients throughout the country that were identical to you. They opened up on a few
thousand dollars worth of stock, they realized with a downside limit to such an
insignificant amount, it was worth the shot to see if myself and my firm are as good as I
said they were. You know what?? They are some of my biggest clients today and I have had a
major impact on their net worth. What I am saying is this, give me one small shot, the
same shot I am asking for today. Give me 1% trust and confidence on just 100 shares and I
will bang my head against my desk, put my back up against the wall to earn the other 99%.
. .alright?
10. Timing is of the Essence Close
Listen, (prospect), on the first trade size is irrelevant, all I ask is that you buy when I
tell you to buy and more importantly sell when I tell you to sell. Now if you do that and
judge me on the percentage gains, you are gonna want to work bigger down the road.
11. Comfort Close
(Prospect), the hardest thing to do as far as a potential new client is the first trade. It
is like buying your first home or first business. Lets face it, your first step is the
hardest. I am not looking for a one night stand. You married your girlfriend right? Let me
ask you a question, you met your wife, but you did not jump into bed with her on the first
night did you? Of course not!! Maybe you held her hand or maybe even kiss. Well look, I am
not looking to jump into bed with you or even get a kiss, simply want you to hold my hand
with 100 shares and 3-6 months you are gonna want to get into bed with me quite frankly. I
am not that guy (hahaha) So do the 100 shares not because its good for me, but because it
is good for you.
12. Performance Close
Let me ask you a question. How many years have you been in the market? How many accounts
have you opened in the past 3 years with brokers? Let me tell you why: everybody comes to
you with ideas but no one has really made you money. I am telling you I can end this!
13. Competition Close
Let me ask you a question. How many years have you been in the market? How many accounts
have you opened in the past 3 years with brokers? Let me tell you why: everybody comes to
you with ideas but no one has really made you money. I am telling you I can end this!
14. You Deserve It Close
During your lifetime, youve accumulated a good sized net worth, havent you? As an
investor, you have been singled out by (firm). In fact, your name was given to me by one of
our Senior Officers. From our discussion, I get the impression that most of the advice you
receive comes after the big boys are in. Don't you think you deserve to start getting that
advice at the same time the institutions do? You owe it to yourself to do business with
us. You have already agreed that the idea is undervalued and can increase your net worth.
Thats what you really want, isnt it? Can you really think of any reason why you should
deny yourself the opportunity only given to successful people like yourself?
15. Performance Close
Now, (prospect) on this news, I am going to all of my clients and prospects just
understand we don't have the luxury of a track record, even though the (stock) BIG
WINNER (price) to (price). Its water under the bridge, everyone gets a second chance.

Since YOU are a new account, I dont want you to buy anymore than just 500 share of this
company THATS IT!( grand), keep in mind with a 1 point stop loss) your maximum downside
is ( bucks), dont even think thats gonna be the case. (Prospect) you give me l month,
thats ALL I NEED. You mark it on your calendar and Ill do the same, and if this company
does not do exactly as I said it will just like (previous recommendation) (price to price)
you call me up and fire me as your broker, better yet, I will call YOU and fire myself and
ask you just two things. . . 1, where you want me to wire your funds to and 2, Where I
should SHOVE my telephone because I simply did not do my job. 1 month, ( point) downside
protection, on 4 shares) when all is said and done your percentage gains look to be
nothing less than staggering. (Prospect), what do you say?
Power Phrases
l. I am a successful broker and I make a very good living. Do you know why? It is because
my clients are successful because they listen and move on my recommendations, and more
importantly I guide them out at the right time.
2. I want to be the one to tell you about opportunities before you hear about them
somewhere else, like the golf course.
3. A broker has but one commodity to offer his clients, and that is service. Ill handle
and service your account the same way I would my own. Ill be in touch with you as often
as I need to be. I will advise you on the sale of your securities. All I am going to ask
of you is first, when I recommend we sell, lets do it, and second after I have shown you a
return you are satisfied with maybe you could recommend an investor or two.
4. This isnt something I want you to do; this is something you need to do for yourself.
5. Give me just 1% of your trust and confidence and I will earn the other 99%.
6. This account will come back to you in spades
7. Lets get started here on (shares), in the future when I earn your confidence, we will
work bigger
8. Work with me here, it will be the best decision you will ever make.
9. You are going to be a client of mine for life
10. All I ask is when I am right, we work a lot bigger in the future
11. All I ask is when I am right, we never work this small again
12. All I ask is when I am right, you send me a few referrals
13. If this stock does half as well as I say, we work a lot bigger in the future
14. If this stock does half as well as I say, we never work this small again
15. If this stock does half as well as I say, you send me a few referrals
16. Judge me on % gain basis and in the future you are going to want to work bigger and
better
17. If I am half right, we go out for a steak dinner on you.. ..is that fair enough?
l8. Within one year, I am confident I will be handling the bulk of your portfolio
19. Let my performance speak for itself over the next 60-90 days
20. I think the only problem we are going to have over the next few weeks is you didnt

know me well enough to pick up more.

21. Dont deny yourself the opportunity to benefit from JTFs institutional timing.
22. You know this is the right investment, and you have to own it!
23. You can buy this with your eyes closed!
24. We want to make you money here more than you do. ..We want a long-term relationship,
not a one night stand
25. We are not interested in the number of shares you buy, We can always buy more on the
way up if you like.
26. Use this company as a benchmark for all of our future business
27. Please listen closely, I1l be brief
28. When the market is up, I am a seller, when the market is down, I am a buyer
29. Our single most important asset is our reputation. Wealthy people in America have
trusted us for over 15 years. While we are aggressive from time to time with some of our
capital, we never gamble our reputation, we simply have the best credentials on the street
30. You have an opportunity to work alongside some of the smartest money managers of Wall
Street
31. Read those numbers back to me!
32. We know what were doing. . .Were the best in the business.
33. Were the investment banker, dont you think we know?
34. I am looking to for an opportunity to prove myself one time, a benchmark of
performance
35. Clearly, being ahead of the crowd makes the difference between outstanding performance
and mediocre performance
36. We are quietly taking a position on this company
37. I got successful by spending my time with winners
38. The value wont last at these levels
39. Give me the opportunity to show you how we manage your money
40. (Stock) is at a level at which we dont believe well see again. . .This is a last
chance saloon!
41. I am just talking to you as a businessman. The numbers make sense. Its not a sexy
story. . .If it was sexy, I wouldnt be showing it to you.
42. You dont see that, a guy thats been in five businesses.
43. Hey, no problem, I read you loud and clear!
44. I am just looking for an opportunity to earn your confidence
45. The numbers speak for themselves, lets do the math together

46. The risk is boredom

47. Thats the whole key!
48. You know something, 99% of the people I talk to say that, and thats exactly why I am
coming to you today. ..Do you understand what I am saying?
49. I have a friend who is a very successful retailer, not because he sells high, because
he buys cheap
50. I am just your eyes and ears into what the smartest money on Wall Street is doing.
51. Do you see the opportunity?
S2. Can you see how crucial this is to the bottom line?
53. Do you see why this company is so different from the rest of the industry?
54. Can you see the trend?
55. Do you see what we see?
56. Do you see the power here?
S7. Can you see how (stock) has positioned itself in the industry?
58. Are you seriously interested in making money or are you just being polite?
S9. Is you main concern the risk of losing money?
60. Has any investment banker given you a better presentation than I have?
61. Are you comfortable with (firm name)? Dont you think we are going to be here for a
while?
62. If you believe we are right, how can you not buy it? Can you think of any reasons you
shouldnt own it now at this price and time?
63. Do you see why its so important to act quickly?
64. Will you let me sell when I want to sell?
65. What results would you like to see achieved here?
66. Id call that a Major League homerun, wouldnt you?
67. This idea is that good, why do you think I am spending so much time with you?
68. We work with action oriented research, first hand information.
69. I like to put my best foot forward with new accounts like yourself, using this as a
beginning for a long term trading relationship. Thats why Id like to figure you for 100
shares. . .OK?
70. This company cannot stay in this price range with this kind of growth, so lets pick up
100 shares, OK?
71. The risk reward ratio is heavily in your favor. This situation is too good to pass by.
72. My clients judge me on what price I get them in and what price I get them out. My
reputation is only as good as my recommendation, and timing is the most important key to

making money int eh marketl trust me, thats good!!! I am not going to let you down!
73. There is continuity of revenue that justifies appreciation
74. (Prospect) I think what you really want to know is, will the stock go up and make you
money? Absolutely!!
75. This is a tremendous opportunity and I am absolutely convinced, without a shadow of a
doubt
76. If you ever dreamed of making money in the market, now is the time! Use your
foresight, look at the good things happening all around you.
77. If there was ever a chance for me to make money for you.. .Its now!! The only problem
is how much of this company you should own
78. People have not yet begun to realize what this company can do. Our timing couldnt be
better! I know smart investors will truly take advantage of this tremendous opportunity
79. You are going to make money in the biggest bull market we have seen since 1933.
80. Listen, we have done our homework on this one and if you are serious about investing,
this is the opportunity
81. The worst decision is no decision!
Real Estate
1. (Prospect) I am sure you can appreciate that, in real estate, the three most important
things are location, location, and location.. .in the market the three most important
things are timing, timing, and timing!
2. (Prospect) I will agree with you, I like real estate myself, but you cant always be as
liquid as you'd like. If you need cash, you can usually find a buyer quickly or you have to
borrow against it to pay interest. With stocks, it just takes a phone call to liquidate
your shares. Am I right or wrong?
3. Todays most successful investors are diversified. Real estate and stocks are the
greatest net worth builders. Dont you invest to increase your net worth? Well, I would
like to present a situation, that I feel can help you increase your net worth through the
stock market.
4. (Prospect) I fully understand what you are saying. I have observed by what you have
already said that you are very astute in the way you conduct your business affairs.
Therefore, I assume that what you are primarily interested in is value. Although you have
concentrated on investing in real estate, I know you are open minded enough to recognize
that opportunities exist in other arenas. I trust that if you owned a property on which
large reserves of natural gas and oil were discovered, you wouldnt be too upset. I know
what you are telling me. You are saying that your prime interest is investing in
unrecognized values, when the price is irrationally depressed.
I Have Been Burned Before
1. (Prospect) you are in the (prospects business) and I am sure you run your business
ethically. You probably know 1 or 2 or your competitors who aren't always so ethical and
arent always professional. How would you like to be judged on their reputation?
2. I can promise you one thing, you have never received a phone call from somebody as
substantial as myself. If you knew me, I mean really, really knew me. You would be buying
5,000 shares. The only reason why I am willing to work so small here is because I am
convinced I am right! Getting started on (shares) is no the indication of everything I can

do for you. I can be a tremendous asset to you. Not overnight and not on a few hundred
shares of (stock) but over a period of time.
3. (Prospect) I know you have been burned before, but let me guess, it was probably some
OTC stock that you never heard of! These days you have to sift through a hundred brokers
until you find one that consistently makes you money. Believe me, I know exactly what you
are going through. Plenty of my clients had gone through he same thing until I came along.
4. Now why would you give me a black eye for a fight I wasnt in? If he had made you
millions of dollars instead, you wouldnt give me any credit would you? If you are going
to judge me, judge me on this company alone.
5. I understand you have not been making money with your current brokers. Believe me, you
are not alone. I want to say sincerely: I have many clients with net worths ranging
between $500K to $50 million. They work with all of the big names on Wall Street and I
know they are losing money across the board. The people making money for their clients are
the investment bankers, the (firm) brokers. If I could just show you what lies ahead in the
future and the types of deals I get involved with, I know you would be very impressed.
6. The reason why you have been burned is because you invested in companies you knew
nothing about with no earnings or revenues. If I came to you with some penny stock losing
$5 per share, do you know what you are supposed to tell me? Get the hell out of here
(broker)!" That is not the case here, I am coming to you with a very solid company you
yourself agreed made sense.
7. (Prospect) listen to me. You obviously realize that the market is the best vehicle to
make you money. We both know with the fed cutting rates, stocks are far more attractive
that ever. Literally billions of dollars are coming out of CDs-where do you think that
money is going? The market as a whole looks to go higher, with companies like (stock) are
leading the way
Market Concerns
1. I dont like the Market
I dont like the market either. I like women so I agree with you. Let me ask you
something. What do you do for a living? Why do people do business with you? Thats why
people come to us and do business with us-because we are the experts!
2. Too Speculative
(Prospect) my philosophy is to take a conservative approach to speculation. I try to focus
on issues that have met certain criteria
* The stock must have unlimited upside potential with limited downside risk
* The company must have the ability to grow almost independently of the general economy
and the market
* Most importantly, the company must be relatively unknown to Wall Street because I think
you will agree with me here, when everyone knows about the situation, the big money has
already been made
3. Not Investing Right Now
(Prospect) lets face it, the only people who make money sitting on the sidelines are
cheerleaders. Even as we speak the market is moving. You dont want to chase good
companies because you were to slow to get involved today. So pick up (shares). I have most
of your information here...
4. Stock recommended is already up

One of the great mistakes made on Wall Street is that, when a stock goes up, the
opportunity is perceived as being over. Money is made by investing in the right industry
and in the right company. If a train is going from Los Angeles to New York, it doesnt
matter where you get on as long as you are happy with the final destination
5. I dont like the market
I dont like the market either. But I am not asking you to buy (market) calls am I? I am
asking you to get involved with a unique situation that regardless of what the market
does, should trade higher. If it does not then we have a 4 point downside protection.
Not Liquid
1. Lets be frank for a second. You and I both know you could get (amount) to (clearing
firm) in five business days if you wanted to right?
2. (Prospect) if I offered you a Rolls Royce in mind condition today for $10,000 could you
come up with the money? OF COURSE YOU COULD!! Lets be candid, if you like my idea today,
you could come up with ten times that amount. This is exceptional enough to merit those
special funds. Lets be conservative today and pick up my firms hare bone minimum. Six
months from now, you will he very impressed, fair enough?
3. You are giving me every excuse to get me off the phone right now but that is not going
to work! I am probably the longest conversation you have ever had with a broker in the
last 6 months, including your own. Because you know that I know what I am talking about.
Think about it. What is your downside here? If I am wrong, you're going to lose my number
real quick. How does that benefit me? But when I am right here and I put a couple grand in
your pocket, Big Deal! Yes, you are going to smile, you may go out to dinner with your
wife, but you know why you are really going to be happy? Not because I put a few grand in
your pocket, but because you made the right decision and finally found a broker on Wall
Street that knows what he is talking about. Lets get the ball rolling with (shares). Its
a handshake trade, trust me, and I promise you my friend, you will be a client of mine for
life.
4. (Prospect) understand something; I am not looking to tie up your funds or even invest
half of your net worth. All I ask is that we work small on this first trade to establish a
track record. Once I show you performance and you are a hit more liquid, we can work
bigger and better. For now, we will he conservative on (shares).
5. (Prospect) let me say this, my job, I have a fiduciary responsibility to call
individuals back that I have spoken to several weeks ago, not when your bank account is
the fullest, not when I can make the most commission for myself, but when I a security I
believe trades higher in the short term. More than the money you will make in (stock) my
sense its what I can do for you down the road in the way of my investment ideas. If you
are not making money in the market you are working with the wrong guy! What I am asking
you for here is one shot to make you money, do this pick up (shares)...
6. At any given time I could say I am not liquid either, but as a successful business man,
when presented with a way to make money, you may not be as liquid as you would like to he,
but you could certainly pick up (shares) if you thought it would make you some money
7. Guys like you don't ever let your
cant do it, its that you wont do it.
money is due in one week but make me
right, next time out we work in size

bank accounts fall below 6 figures. Its not that you

I am going to buy you (shares) of (stock) at (price),
a promise. When I am not just right but exactly
and you send me 3 of your golfing buddies...OK?

8. No disrespect, but you telling me you are not liquid is an insult to both you and me! A
guy with (amount) in the market has a couple hundred in the bank to back it up. There is
always an excuse not to buy stock, but there is never an excuse not to make money! Take
(shares) it is a token trade.

9. I understand you are not liquid. I have a lot of clients and sometimes they are not as
liquid as they would like to be. At other times, they are flushed with cash. Do this, pick
up less than you normally would. I am not looking to tie up your capital for a long period
of time, just the next 30-60 days. You and I both know we can always find money for the
things we want. I am not asking you to rebuild Rome in a day. Let me show you what I can
do for you!
10. Last time we spoke, you mentioned to me that you were in the market and that if I have
a real money making situation to get back to you. At that time, it didnt sound like you
were in the poor house! So I have to believe there is something in addition to money
keeping you from working with me today. Level with me, what is your real concern here??
11. I know you have no money, all big guys are the best criers. Do you want to know how I
know? I know because if you ever told people how much money you really had, you would have
1,000 new friends and 100 new relatives. I am not asking you for your money, this stock
belongs in your portfolio and deserves a little bit of your money!
12. I have three kids in college Congratulations, with the problems in todays society,
that is a major accomplishment. However, I am not asking for you to take a 2nd mortgage on
your house or to sacrifice your first born. I am simply asking you to take a small portion
of your disposable income to pick up (shares)
13. OK, what I suggest you do is this. Take a look at your portfolio find one or two stocks
that are flat or down. I know you have them. I work with hundreds of brokers. I know how
brokers think. Most brokers are afraid to sell a stock that is flat or down because they
think if they do, they are going to lose credibility with their clients, that is one of
the biggest mistakes in the industry because there is nothing more frustrating than
sitting in a stock that's not moving when there are plenty of stocks out there trading
higher. Find one of those stocks, call up your broker tomorrow and ask him to sell XYZ
next day settlement. What that will do is have you the funds in two days, and you dont
need a check to me for a whole week so there is plenty of time to make this happen.
Send Information
1. Let me ask you, how long have you been investing for? OK, so you know that you could
read a research report and love it, yet that doesnt mean that stock is going to trade
higher, does it? Of course not, and on the flip side, you could read a research report and
hate the stock yet that doesnt mean the stock is going to trade lower either. What is
important is you get in at the right pricing and have the proper exit strategy, both of
which I have!
2. Okay, what exactly do you want to look at? If it were as easy as P/E ratios every 8
grader on the planet with a calculator would be a millionaire. It's not that easy! The
only tools I have here are my pricing and timing, if you take those away from me I am no
different than a discount broker and by no means am I a Charles Schwab.
3. (Prospect) I didnt call you up to lie over the phone today. Everything I say to you
now is exactly as it is in print. All the numbers, financials, and earnings will be in
your hands tomorrow morning in plain black and white. But that is not what will make you
money. What makes money is my pricing and timing. So I am stepping up and picking up
(shares), tomorrow you will have all the information. I have you best address here
(prospects address) to send a buy confirmation of (shares) and all the information on my
firm and (stock)
4. Listen, I could be like your local broker or some rookie that opens accounts for a
living and send you enough information to fill a library. Thats the easy thing for me to
do. You dont want a guy like that working for your money, at least I wouldnt. You want
someone aggressive and decisive, someone who knows what theyre doing and can get you in
and out of the market at the right time and always make you money. Pick up (shares) I am
telling you now, I am not going to let you down! !

5. Let me say one thing. Pricing and timing is how I do business. Paying up/4s of a point
may not sound like a lot to your, but for me thats millions of dollars of lost client
money per year. By the time you get information or research reports, you are buying the
stock 5 points higher. The way to make money in this business is to buy in to
fundamentally sound companies that are timed with near term events or catalysts. With this
approach I have made a fortune for a select group of individuals.
6. Ok (prospect) Fine! I have no problem with that, but let me ask you something first,
correct me if I am wrong. What youre telling me is that if I send you the information you
want about the company and it mentions the merits I described, that you will open an
account? (N0) Then obviously (prospect) the request for information is not your real
concern. Level with me, what is holding you back? (YES) (prospect) I am a stock broker,
not a mailman! I have a file on my desk a foot tall on this company. What information do
you want to look at?
7. (Prospect) I dont buy stocks for what is in print today, but for whats in print six
weeks from now, so when I send you the press release, you own it before anyone else does.
8. Let me ask you a question-did you ever read a report that looked great only to see the
stock go down? Did you ever read a report that looked terrible and the stock went up?
Isnt the real reason you are asking for a report because you dont know me? I understand
that! I understand that we have to crawl before we can walk and walk before we run. All I
want you to do today is crawl with me on (shares of stock) Do that and you will never ask
for a report again.
9. (Prospect) you and I both know that when we get off this phone you are going back to
business as usual and I will go back to my business as usual. You are not going to read
the report. You are not going to call me back, and you have opened an account. So lets do
this, start with the (shares) and next time out we will work bigger and actually make some
real money!
10. (Prospect) I have a file on my desk four inches thick. What information specifically are
you looking for? Annual, 10K, l0Q, proxy statement, S&P, Value Line? (Prospect) how
recent do you think that information is? That is yesterdays news, I am bring you tomorrows
opportunity!
11. Should I send it to your home where your wife will throw it out or to the office where
you will put it by your merchant banker book that you never read either?
Speak to my Wife
1. If we were talking about investing a large percentage of your net worth, I would urge
you to talk to your wife, account, or dog for that matter. What we are talking about is
working with institutional timing. What ever level you feel most comfortable testing us
out with is fine with me. Test us one time, let performance be our guide, you will be very
impressed you did!
2. (Prospect) if your wife knows
have an empty desk right next to
this; I will pick up (shares) of
information on this company, you
charge you $100 commission.

more about the market than I do, I will tell you what; I
me, she can come work for me. However, what I will do is
(stock) I think when you and your wife read over the
will be calling me back to buy more and I will still

3. (Prospect) if you want to call me back so you can ask your wife if you can buy the
stock, I will call my wife and see if I can sell you the stock, come on! You make business
decisions daily without your wife. Pick up (shares) now I will title the account
individually for now and after your speak with her, you can always buy more.
4. I am calling you today because you are a successful individual. Youre success is the
result of making the right business decisions over the years. Am I correct? Lets be

candid, you dont confer with your wife on your day to day business decisions and I am
sure your wife respects your investment decisions. (Firm) is interested in starting a
relationship with successful decision makers like yourself Lets take a modest initial
position of (shares) or would you be more comfortable with our firms minimum of 100
shares?
5. I am sure you make a lot of important decisions every day. Decisions that you couldnt
and wouldnt consult your wife on. . .and she is okay with that because she trusts your
judgment, right? Now if this was about transferring your entire portfolio or taking a
multi-million dollar position in XYZ, that would be one thing, but that is hardly the
case. What we are talking about it giving me an opportunity with less than 1% of your
assets to show you that I deserve the other 99%.
6. Let's face it, if you go home and tell your wife that you want to invest with a broker
whom you dont know very well, chances are you will be hit with a flying pan and spending
the night on the couch. However, once she sees my brochure from the firm and a dossier that
I send you in the FedEx package with a buy confirmation, what do you think she is going to
say? Besides, it is a lot easier to beg for forgiveness than to ask for permission right?
7.
Watch It
1. Watching a stock is a worthless exercise, nobody makes money watching a stock. All that
allows me to say is I told you so but that is not my style. The only thing that will
build your confidence is a buy ticket down here at (price) and a sell ticket at (target).
2. I could give you a couple of stocks to watch, call you hack in 8-10 weeks and open an
account then. However any rookie could give you a stock that goes up just as any
professional could bring you a stock that goes down. Even when my stock works out, you
still do not know me any better than you know me right now. That is why we should start
out small and get to know each other.
3. (Prospect) I can certainly appreciate that but now is the time to make your move.
Current fundamentals, cycles and stats are in your favor. You must act now! Let us watch
the market for you. Watching (stock) move from (low price) to (high price) will be of no
economic benefit to you. It will just be an academic exercise. (Firm) is calling you today
because you need to own it at this price, not when it is higher
4. (Prospect) watching a stock is a worthless exercise. It doesn't do anyone any good. Let
me ask you a question. How many stocks are you currently holding on to? Can you name them
all? Do you know what they closed at yesterday? If you dont even follow the stocks you
own, how are you going to follow a stock you don't own? You are going to write it down on
the calendar on your desk (name), (stock), (price). Next month your secretary will come in
and rip off the page. This is not a game. Play with an imaginary portfolio and see who
does the best. This is real money! I promise you this much, never again will I twist your
arm like this, but if you work with me small now, I think you will he very impressed and
you will want to work bigger and better down the road.
5. (Prospect) you dont make money tracking stocks. Its a worthless academic exercise.
The best way to track the stock is by picking up whatever makes you feel comfortable. Open
up what is called a competitive account, that means we will pick up (less shares) and
watch the stock instead of (more shares)
6. (Prospect) I will be blunt, I know this company inside and out. The question here isn't
whether (stock) should be owned at these levels, I have already answered that question. We
both know the stock is going higher. The only question you need to answer is how much
money you want to make and how many shares you need to buy to get there.
7. .

8. Lets say the stock does go to (target) the way I think it is going to. Does that mean
you are going to jump in blind to my next idea? Of course not! Have you ever heard the
saying, past performance does not guarantee future results? You need to judge each one
of my recommendations on its own merits, not on those of the recommendations that have
come before it.
9. I could send you enough information to choke a horse, quite frankly, and luckily, we
have already spent hundreds of man hours and tens of thousands of dollars analyzing their
balance sheet, income statement, every fundamental and technical factor there is. We are
not a supermarket of stocks. My firm follows a business plan and the plan is to work small
in the beginning and over a series of winners, work bigger and better.
10. Looking at the information is not how you make money in the market. You could look at
earnings, you could look at assets, and you could look at the balance sheet. All of which
are good, but thats not why I am buying (stock). Now in the past (prospect), when I have
taken a company with earnings, assets and balance sheet second to none. ..I have made
money. More importantly, when I have timed it with a near term event I have made a
tremendous amount of money the event here is a possible takeover. We are not buying this
stock for earnings; we are buying it for a takeover, which I feel is eminent!